The Three Things Your Pitch Needs to Do

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So the next time you’re struggling to land your pitch, ask yourself “Am I leading with a low-value product or a high-value solution?” And if you’re not sure, ask “Why is this important to my customer?” as many times as it takes to arrive at that high-value problem pitch!the modern marketplace, the average person sees roughly 5,000 ads every single day. That’s almost 2 million ads per year, all enticing would-be customers with the promise of value.

Most of these are ignored. Some might raise an eyebrow. Fewer still spark legitimate interest in the minds of buyers.

That’s a huge problem for companies trying to fill their revenue pipelines with high-potential buyers. It’s also one that gets worse with each passing year as a seemingly endless supply of new products and services floods the market. For example, in the marketing technology space alone, the number of products has increased by a jaw-dropping 9304% since 2011! That’s a compound annual growth rate (CAGR) of 41.8% in the move from 150 to 14106 solution options.

Unfortunately, in an attempt to stand out in a sea of sameness, all too often salespeople resort to pitches that:

Overload their customers with product or technical information
Parrot high-level value propositions that lack clarity or differentiation
Fail to manifest the confidence and conviction their customers crave.


In a market where customers struggle with albania telegram data unprecedented solution choices, razor-tight budgets, and infinite distractions, your sales pitch needs to do three things:

1. Engage
The purpose of your pitch is NOT to immediately convert buyers. It’s to get them to lean in and say, “That’s interesting. Tell me more!” That means your narrative doesn’t have to convey the entirety of your value proposition. Rather, like the newspaper headline, it simply needs to entice customers to continue the dialogue.

2. Assess
Your solution isn’t a fit for everyone. Yet so many sales teams waste their limited bandwidth trying to convince and convert even low-potential buyers! That’s why your pitch should help your audience self-select in or out of your sales process. Helping customers quickly assess whether your solution is for them benefits both parties when time and attention are precious commodities.